Salesforce Automation - Leads

Leads

Generating Leads is supposedly the first step of Sales Process in BzCRM. A Lead record maintains information about a person, and the company he is associated with. You can generate leads from Trade Shows, Purchase Lists, Advertisements, Website, Business Cards or through a referral. The responsibility of sales agents is to introduce Leads into the system, organize, filter and qualify the prospects. In the B2B model lead represents a company, whereas in B2C model lead represents a person.

Capturing Leads

BzCRM offers different methods of generating leads. If you have information in the form of a .csv or .vcf files, you can import the records with just few clicks. Capturing leads from a website is said to be one of the easiest and inexpensive techniques to generate leads. You can also manually create a lead by filling all the details or by quick create.

Entering Leads Manually

You can enter lead details manually from Leads Module. This might come handy if you will have to enter Lead details individually.

Follow few simple steps to create Leads manually

  1. Hover on icon.
  2. Click Leads under Marketing
  3. Click text button in the top right
  4. In the create lead view, fill necessary fields
  5. Click Save

Quick Create

Quick create helps you to create lead records with basic details. This might be helpful if you are running out of time.

Follow few simple steps to create lead records through Quick create

  1. Click plus icon in top right corner
  2. Click Lead
  3. In the create lead view, fill necessary fields and click Save

Importing Leads From Existing Files

BzCRM supports importing leads from external sources such as .csv and .vcf files. You can import lead records in bulk if you’ve purchased lead lists, gathered leads from different Sources etc., as it saves lots of time and efforts. It is really helpful to your sales team to import thousands of records instantly.

Capturing Leads From Website(s)

Capture leads right from your website! You need not have to have any technical knowledge to do this. Create a web-form and copy the HTML content to your website. Your website visitors are no strangers anymore. Instead, they will be captured as lead records in your BzCRM.

Creating a Lead Record of Your Email

Mail Manager is an integrated email client that allows you to perform CRM related actions on incoming email. It helps you create Leads, Contacts, Organizations, Cases and Tasks from the emails that you receive in your Inbox.

Qualifying Leads

BzCRM provides an intuitive platform to track and manage leads. Not all Leads will bring in revenues. Classify leads, distinguish leads that hold potential to become sales, and follow up accordingly. This will enormously reduce efforts and saves the time of your Sales team. As a result, they can spend time only on the set of leads that are very likely to purchase your product.

Creating Filters

Filters play an important role in classifying records. This helps your sales team members to filter lead records with desired criteria. You are allowed to limit your search to selected columns and search criteria. You can categorize Leads upon the Sales Stage, Lead Source, Rating etc., You can also create Custom Fields and filter with Custom details.

Scheduling Events and Tasks

Customers, they really like timely follow ups. This could be the best way to capture attention or to create an impression. You can schedule meetings, calls, and tasks to follow up prospects. Follow ups will bridge the gap between your sales team and Customers. With BzCRM, hopefully, you will not miss one.

Sending Emails

Sending emails could be the best way to market your product. You can automate sending emails or you can send them manually. With BzCRM, you can send customized Newsletters and predefined templates. Interestingly, you could also see the statistics of the emails sent and emails read by your customers.

Converting Leads

Once a Lead is qualified and determined to be a potential sale, the Lead can be converted to an Opportunity. A Contact record and Organization record will be created simultaneously to store the personal information and company information.

Steps to convert a Lead

  1. Click on the Lead record you intend to convert.
  2. In the detail view, Click Convert Lead Button.
  3. In the convert Lead pop-up, you can modify the existing values and transfer related records.
  4. If there is a chance of an immediate sale, un-check Opportunity check-box.
  5. Click Save

During Lead Conversion, if Contact already exists with same field values you can either link the Lead or create a new Contact record.

Actions on Selecting Options

Link to existing record: Merges the Lead record with the Contact record. Create a new Contact: Lets you create a new Contact record.

Note!
  1. You can transfer related records (Documents, Emails etc.,) to either Organization or Contacts by selecting the radio button during the Lead Conversion.
  2. Lead record will no more be available after Lead Conversion.
  3. After conversion, Contact, Organization or Opportunity records cannot be reverted to the previous state.

B2C Model

If you are dealing business only with a Contact, you can remove the mandatory status of Company field in Leads Module and un-check Organization checkbox​ in Lead Conversion pop-up; As a result, only a contact record will be created upon Lead conversion.

Mapping Fields

BzCRM helps you to map Standard fields and Custom fields before converting a Lead to Contact and Organization, or an Opportunity. The field values will be transmitted to the selected target fields. This will ensure that the data will not be lost upon Lead conversion.

List of standard fields that are mapped by-default in BzCRM

Text
Lead Field Field Type Contacts Field Organizations Field Opportunities Field
Annual Revenue Currency Annual Revenue
City Text Shipping City
City Billing City Mailing City
Company Organization Name Opportunity Name
Country Text Billing Country Mailing Country
Country Text Shipping Country
Description Text Area Description Description Description
Email Email Email Email
First Name Text First Name First Name
Industry Pick List Industry
Last Name Text First Name First Name
Lead Source Pick List Lead Source Lead Source
No of Employees Integer Employees
Phone Phone Phone Office Phone
PO Box Text Shipping PO Box
PO Box Text Billing PO Box Mailing PO Box
Postal Code Text Billing Postal Code
Postal Code Text Shipping Postal Code
Rating Pick List Rating
Salutation Text Salutation
Secondary Email Email Secondary Email
State Text Shipping State
State Text Billing State Mailing State
Street Text Area Billing Address Mailing Street
Street Text Area Shipping Address
Website URL Website
Note

Email Compose window doesn’t appear if Email Opt Out option is enabled for a Contact and Lead.

Standard fields will be automatically mapped but the custom fields should be mapped manually. With only few clicks, you’ll be able to map fields in the lead record to fields in Contacts, Organizations and Opportunities. However, auto-generated fields such as Created Time, Modified Time and Lead Number cannot be mapped.

Steps to modify the existing fields or map custom fields

  1. Click text icon
  2. Click Leads under Marketing
  3. Click alt text icon in the top right
  4. Click Lead Conversion Data Mapping

  1. Click Edit button on top right to modify existing field settings or map custom fields
  2. Click Add Mapping button in the down; Consequently, new set of fields (place holders) will be added to map custom fields.
  3. Select the source field and map it to the target field accordingly.
  4. Click Save
Note!!
  1. Target Field type should be identical to the Source Field type. For instance, If Source Field is a Picklist, the Target Field should also be a Picklist Field.
  2. The Target Field size should be greater than or equal to the Source Field.
  3. Target Field values should only be mapped once.